There’s a lot of talk in the industry about channel strategy for subscription-based SaaS and cloud business models. Some argue that they must include a partner sales strategy to truly scale efficiently. Others aren’t so sure. One thing everyone does agree on: the traditional channel models and old-school, complex frameworks and systems they rely on are too clumsy and expensive for selling SaaS. In a recent TechCrunch interview with Bessemer Venture Partners’ Byron Deeter about successful SaaS models, a few things really stood out to us: Using the Cloud to Sell the Cloud One of the first requirements Deeter mentions is a sound strategy around the cloud. If you’re a channel manager, that should sound familiar. After all, you’ve got a bunch of channel sales teams and reps spread out over a wide geographic region – maybe globally. The cloud is (or should be) your #1 tool for executing and collaborating quickly and efficiently, sharing content, and keeping your partners current. Let’s face it – email is like quicksand to the channel. The noisy CCs and BCCs and lengthy back and forth with links, files, proposals and other attachments are a huge hindrance to production. Some businesses are giving email the heave-ho thanks to collaboration and messaging apps like Slack and Skype. Is the same possible in the channel? YES…as long as it’s integrated into your partners’ everyday systems and processes. A solid SaaS channel strategy means that both communications and content are up to date and relevant, hosted in…
Read More: SaaS Channel Strategy: Is Success Possible?
